Unit 3: Negotiation Types

Question 1

What are the formal 4 typologies of negotiation?

Answer 1

• According to the hierarchical level
• According to the number of parties involved
• According to representativeness
• According to formality

Question 2

Between who is a vertical negotiation?

Answer 2

Between subjects who belong to different hierarchical levels

Question 3

Between who is a horizontal negotiation?

Answer 3

Between subjects from the same hierarchical levels

Question 4

What is a bilateral negotiation?

Answer 4

A negotiation between two parties

Question 5

What is a multilateral negotiation?

Answer 5

A negotiation between more than two parties

Question 6

What often happens in multilateral negotiations?

Answer 6

Two parties find an agreement and try to accomodate the rest

Question 7

What is interpersonal negotiation?

Answer 7

Here the negotiator represents themselves

Question 8

What is representative negotiation?

Answer 8

Here the subjects represent groups, organizations, firms

Question 9

What is formal negotiation?

Answer 9

Here procedure is followed

Question 10

What is informal negotiation?

Answer 10

Here there is no previous procedure

Question 11

What are the 5 different attitudes for negotiating?

Answer 11

• Avoid
• Compete
• Accommodate
• Compromise
• Collaborate

Question 12

Describe the behavior of someone with an ‘avoid’ attitude

Answer 12

Does not want to negotiate, difficult to get to the table and keep there

Question 13

What is the outcome when you have an ‘avoid’ attitude

Answer 13

I lose, You lose

Question 14

Describe the behavior of someone with a ‘compete’ attitude

Answer 14

Wants to have all their needs met, does not care about yours. Does not care about relationships ot ongoing business

Question 15

What is the outcome when you have a ‘compete’ attitude

Answer 15

I Win, You lose

Question 16

Describe the behavior of someone with an ‘accomodate’ attitude

Answer 16

It is not that important to them, they are happy for the other to have it their way

Question 17

What is the outcome when you have an ‘accomodate’ attitude?

Answer 17

I lose, You win

Question 18

Describe the behavior of someone with a ‘compromise’ attitude

Answer 18

There are enough benefits to reach an agreement but compromising is needed from both

Question 19

What is the outcome when you have a ‘compromise’ attitude?

Answer 19

I win some/ You win some

Question 20

Describe the behavior of someone with a ‘collaborate’ attitude

Answer 20

Is willing to share risk and reward

Question 21

What is the outcome when you have a ‘collaborate’ attitude?

Answer 21

I win, You win

Question 22

What is the most important difference between compromise and collaborate?

Answer 22

Compromise does not seek the other party’s win but does not compete it either

Question 23

What are the aspects of a distributive/competitive negotiation? (4)

Answer 23

• Zero-sum approach (my win is your loss)
• Both parties want to have the most, and want to improve their own position
• Focus on differences and positions
• Negotiators keep in mind their BATNA

Question 24

What does BATNA stand for?

Answer 24

Best alternative to a negotiation agreement

Question 25

What is the resistance point of a buyer?

Answer 25

The highest price that you are willing to buy for

Question 26

What is the resistance point of a seller?

Answer 26

The lowest price that you are willing to sell for

Question 27

What does ZOPA stand for?

Answer 27

Zone of possible agreement

Question 28

TRUE or FALSE BATNA and target point are the same

Answer 28

FALSE They are not always the same because you set the best alternative according to the current situation and information you have

Question 29

What are the features of an integrative/collaborative negotiation? (5)

Answer 29

* Negotiators focus on affinities and not on differences * Approach based on needs and interests * Commitment in order to grant all part's needs * Open exchange of information and ideas * Objective performance indicators are proposed

Question 30

What are 5 behaviors/attitudes for an integrative process?

Answer 30

* Participants manage the process to make sure all parties stay involved * Understand the real needs of the negotiator * Create an open conversation so there is an efficient exchange of information * Search for solutions that meet the needs and objectives of both sides * Highlight the affinities between the parties and reduce differences

Question 31

What does creating a free flow of information mean?

Answer 31

This means that both parties know and share their options

Question 32

What does a negotiator do who wants to search for solutions that meet the needs of both sides? (2)

Answer 32

* Strive to ensure that the other's goals do not take away from their own achievements * Try to prevent the other from reaching their goals because of as strong desire to win

Question 33

How are results measured in an integrative framework?

Answer 33

By the degree ti which the goals of both negotiators are met

Question 34

Describe competitive negotiation in 1 word

Answer 34

Positions

Question 35

Describe collaborative negotiation in 1 word

Answer 35

Interests